Sometimes the hardest part of leasing isn't showing the rental. It's handling hesitation. People ask questions, stall, or second-guess. It's a normal part of the rental process. However, if you're ready to address their hesitation right away, you're more likely to increase your close rate. One way to do that is to have objection busters ready. Here are five renter pushbacks you'll probably hear and ways to respond to seal the deal:

1. "It is too expensive."

Most people bring up price first, even if everything else feels like a good fit. Rather than debating it, shift the conversation to what they're getting. Break down what amenities are included, highlight local comps, and explain any recent upgrades. If you can offer a small move-in credit or waive an admin fee, even better.

2. "I need to think about it."

That pause is usually fear of commitment. Keep the door open, but gently create urgency. Let them know you have other showings and applications. Then offer to hold it for 24 hours. People are more likely to move forward when there's a soft deadline.

3. "The last place I rented had a terrible landlord."

This objection is actually a trust test. Focus on responsiveness, maintenance timelines, and communication. Mention your team's system for handling repairs or that you follow up on all service requests within 24 hours. If you have good reviews from current or former occupants, now's the time to show them.

4. "I'm worried about getting my deposit back."

Deposit return comes up a lot, especially if they've had bad experiences. Walk through your cleaning checklist, move-out process, and how you document conditions. Reassure them that if they return it clean and damage-free, they'll get their money back, no drama.

5. "I've got other places to see."

Fair enough, this is going to be their home. Instead of objecting, ask what they like about the other rentals they plan to see and connect those features to your rental. Follow up later with a short message: "Hey, just checking in. Do you have any questions I can help with?" It keeps the conversation going without pressure.

Objections are part of the sales process. Having objection busters ready will help you increase your close rate. For more objection busters and closing strategies, contact Occupancy Solutions. Since 1986, we've helped real estate professionals grow their businesses.